Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways...
Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS sales...
Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in a...
It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to accomplish,...
One of the salespeople we have been coaching asked, “Could I be a good sales manager? It seems like a thankless job of being pulled into many directions at once. I can’t say that there is any one at my company that I would want to be like…”
Last week, my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers...
First thing on Monday morning one of our inside sales clients, let’s call him Scott, told us that their manager insisted that they send a proposal to all the opportunities in their pipeline that “might possibly close this month.” Didn’t matter what...
Yesterday was the beginning of 4Q16 (the beginning of the end), and I got up early to make sure I had time for plenty of coffee, yoga and reflection before I started the day with 90 minutes of back to back coaching calls at 8am. It`s not very often...
This is a question that came up several times last week and twice this week already. First was from a current client who is a salesperson at a small but growth focused technology company. Like many other small and growing companies, there is a small...
This post has been sitting in draft for a few weeks because for me, there is no easy answer. When I heard Chris Beall, the CEO from Connect and Sell say at the Sales 2.0 conference in Boston that he didn’t believe that sales managers should coach-...
